Position Summary

The Regional Sales Manager (RSM) is responsible for achieving or exceeding the bookings and new business objectives by identifying, developing, and closing sales opportunities across both existing and new customers. This role owns the full sales lifecycle—from opportunity identification and qualification through capture strategy, proposal support, and order closure—working closely with product line leaders, internal technical teams, authorized sales representatives, and distributors.

As the primary commercial owner for their region, the RSM develops strong customer relationships, understands market and competitive dynamics, and positions the full product portfolio to support customer needs and corporate growth objectives. This position reports to the Area Sales Director and operates as an individual contributor with significant autonomy within the Western Region of the United States.

Compensation Range: The expected base salary for this position is $135,000 - $160,000 annually. This position is eligible to participate in the company's sales incentive plan.

Essential Job Functions

Sales Execution & Growth

• Meet or exceed the territory’s annual bookings and new business generation targets.

• Identify, qualify, and capture new business opportunities across assigned accounts and markets.

• Develop and execute strategic account plans to grow revenue with key customers.

• Manage the full sales process, coordinating with product line and technical personnel to position solutions and close business.

• Expand existing customer relationships by identifying follow-on and cross-sell opportunities.

Opportunity & Pipeline Management

• Build and maintain a robust, qualified sales funnel aligned with corporate growth objectives.

• Develop opportunity capture plans in collaboration with product line teams to increase win probability on significant opportunities.

• Create, update, and maintain all opportunities and activities within the CRM system.

• Provide accurate, timely monthly forecasts and territory reports.

Customer, Market & Competitive Insight

• Develop a deep understanding of regional customers, markets, competitors, and applications.

• Gather and communicate customer feedback and market intelligence to support new product and derivative development.

• Clearly articulate customer technical and commercial requirements to internal stakeholders.

Collaboration & Channel Engagement

• Work closely with the Area Sales Director and product line leaders to support territory bookings plans.

• Coordinate effectively with authorized sales representatives and distributors to support opportunity capture and customer coverage.

• Plan and execute customer visit campaigns to maximize coverage and travel efficiency.

• Support marketing and business development activities including trade shows, seminars, and customer events.

Additional Responsibilities

• Champion new business opportunities internally and support alignment between customer needs and internal capabilities.

• Maintain and improve account status for key customers.

• Provide required sales and activity reporting in support of corporate objectives.

• Support training, coverage, and backup activities as requested.

Required Qualifications

• Bachelor’s degree required; equivalent combination of education and experience considered.

• 5–8 years of sales experience in one or more of the following industries: Defense, Space, Wireless / Telecom, Industrial electronics.

• Proven ability to manage a territory and close complex, technically driven sales opportunities.

• Ability to travel a minimum of 50%.

• Proficiency with CRM platforms and disciplined pipeline management.

• Fluent in English.

Desired Qualifications

• Demonstrated success identifying and capturing new business opportunities.

• Strong organizational skills with excellent follow-up on open actions and opportunities.

• Experience selling RF/Microwave and/or EMI products.

• Pre-existing relationships with U.S. DoD prime contractors or key OEMs.

• Background supporting defense prime contractors or military/defense programs.

• Ability to work independently with minimal supervision while collaborating effectively across functions.

Work Environment

• Remote position within the Western Region of the United States.

• Regular regional travel required to support customer engagement and sales activities.